Presenting treatment options

Simon Tucker explains how to take advantage of the valuable opportunity to facilitate buying.

Dental teams will say over and over that only a very small percentage of patients want to buy dental treatment. But is that true or is it just a matter of perspective? Whilst it may be the case that patients do not want the treatment itself, they invariably do want the outcome that the treatment brings. What most dental patients want is healthy teeth and gums, and they will buy what a treatment does for them and how it makes them feel about themselves.

The job of the dental team, therefore, is not to sell but to help the patient buy what they want. We need to ask the right questions of the patient and listen to the answers. All we must do is give the patient the opportunity to tell us how their teeth and mouth impact their life.